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Articles
- Public Bids as a Closing Procedure
Why would the federal government select a public bid as the closing procedure of choice given the horrendous lead time and cost involved? Federal contracting officers do their very best to avoid them... - Selling IT: Agency Focus
In the prior installment on selling IT to governments, we talked about business development, distinguishing "inside" from "outside... - Government Subcontracting Opportunity Sources
Finding subcontracting opportunities is a difficult process for companies without existing prime contractor relationships... - Government Contract Vehicles
A "contract vehicle" is a broad term meaning different things to different people. We define the term in its broadest sense -it is a method under which a company may pursue and close a sale... - Teaming for Large Government Contracts
Government contracts are getting bigger. Requirements that were once performed under, say, six to ten contracts might now be performed under only one... - Women-Owned Business Contracting
Congress has established a 5-percent government-wide goal for awards to women-owned small businesses (WOSBs). Yet year after year, federal agencies fail to meet this goal. In fact, in 2001, the government awarded just 2... - Selling in the Federal Marketplace
Up until the actual close of a sale, selling in the federal market is essentially the same as selling in the commercial market... - More on Selecting the Best IDIQ
With thousand of IDIQs out there, developing a sales strategy can be a tangled mess. However, it may not be as challenging as you might have originally thought... - Installment 4: Become an Insider in the Federal Market
Outsider Perception: The federal market is dominated by insiders. Reality: A large portion of the federal pie is given to insiders who know how to play the federal sales game... - Installment 5: Competition and Price Sensitivity in the Federal Market
Outsider Perception: The federal market is open and competitive. Reality: Competition does take place but, for most transactions, it is limited so that purchases can be made quickly and at reasonable costs to the taxpayer... - Installment 6: Are Federal Bids Wired?
Outsider Perception: Most federal bids are wired for insiders like Halliburton.. Reality: The term "wired" is too strong a word. Companies which pre-sell federal opportunities are in a favored position... - Installment 8: Making a Federal Sale
Outsider Perception: Federal agencies order products and services only from their favored vendors... - Installment 9: Closing a Federal Sale
Outsider Perception: Federal sales are almost always announced through public bids which are open to all; federal buyers then evaluate vendors' responses and pick the eventual winner... - Installment 12: Selling Directly to Prime Contractors
Outsider Perception: Selling products and services to a federal prime contractor is easier than selling directly to the federal government... - Installment 13: Pre-approved Government Price Lists
Outsider Perception: Federal work is awarded only after a lengthy public bid process takes place. Reality: A great deal of federal business is conducted through companies with "pre-approved federal price lists" rather than through the public bid route...
